Director, Sales - Retail

Fullsteam; United States; Remote; USD 180,000 - 240,000; Full time

Job summary

Fullsteam is seeking a Director of Sales to lead the vertical SaaS and payments sales strategy, overseeing multiple business units and product lines. The role focuses on building a high-performing, distributed sales team focused on SMB to Enterprise customers and revenue growth.

The ideal candidate has 4–6 years of experience leading B2B SaaS sales, with a proven track record of driving revenue growth and managing teams across functions.

Qualifications

• 4-6 years of experience leading B2B SaaS sales to SMB, mid-market, or enterprise
• Experience selling software with payments preferred
• Experience building and managing sales teams of >10 in a distributed environment
• Strong cross-functional collaboration with product and marketing
• Willingness to travel as required by business needs

Responsibilities

• Lead sales organizations across multiple business units within a vertical
• Build and manage an inbound/outbound sales organization for SMB to Enterprise
• Design sales strategies and resourcing plans to hit goals
• Directly coach and manage performance to meet quotas
• Lead forecasting, pipeline management and weekly reviews
• Roll up weekly sales forecasts to executive leadership
• Monitor and analyze sales performance and drive improvements
• Develop new sales approaches to penetrate target markets
• Act as a hands-on leader during pipeline reviews
• Develop standard operating procedures for efficient sales processes
• Contribute to regular budget and forecasting processes
• Drive performance on key metrics through sales excellence efforts

Skills

Revenue leadership

Data-driven strategy

Sales team leadership

Salesforce proficiency

Cross-functional collaboration

Analytical thinking

Tools

Salesforce

Sales engagement

Job description

It’s fun to work in a company where people truly BELIEVE in what they’re doing!

Fullsteam is a leading provider of vertical software and embedded payments technology dedicated to helping businesses flourish by providing their customers with seamless experiences. With a dynamic and growing team of over 1,900 employees, we are committed to driving innovation and delivering best-in-class software and payment solutions that empower small and medium-sized businesses across numerous industries. Our purpose is to help our customers grow their businesses and delight their customers. Join us and be a part of a forward-thinking company that values growth, excellence, and the success of our clients.

The Director of Sales will oversee the vertical sales strategy at Fullsteam. This roleis responsible forbuilding and leading a robust sales organization across multiple business units and product lines selling SaaS solutions to SMB and mid-market customers. This includes designing sales strategies, resourcing plans, and ensuring execution and results align with companyobjectives. The ideal candidate will bring extensive experience in managing large SaaS sales teams and a proventrack recordof driving marketing-leading revenue growth.

Responsibilities and Duties:

• Lead sales organizations across multiple business units within a vertical, potentially expanding to other areas.

• Build and manage an inbound/outbound sales organization, targeting vertical B2B SaaS and payment solutions from SMB to Enterprise levels.

• Design sales strategies and resourcing plans, ensuring effective execution and achievement of sales goals.

• Directly accountable for leading, coaching, and managing individual and team performance to meet or exceed sales quotas.

• Lead forecasting efforts, pipelinemanagementand backlog inspection to achieve sales quotas. Host weekly sales pipeline reviews and win/loss evaluation meetings.

• Roll up weekly sales forecaststoexecutive leadership.

• Monitor and analyze sales performance,providingtimelyfeedbackand driving improvements in sales methodologies and outcomes.

• Developnew salesapproaches to penetrate target customer markets.

• Act as a hands-on leader,monitoringoutbound activity and conducting pipeline reviews.

• Develop standard operating procedures for efficient and effective sales processes.

• Contribute to regular budget and sales forecasting processes.

• Drive performance on key metrics through sales excellence efforts, including:

• Net new customer growth

• Expansion sales

• Recurring software and services revenue growth

• Support administrative processes and initiatives to ensure effective team management and organizational success.

• Drive and foster a positive organizational culture by exemplifying and promoting our core values and behaviors, ensuring alignment with companystandardsand nurturing an environment of collaboration, continuous improvement, and performance.

• Set performance goals and regularly evaluate the team’s progress, providing feedback and guidance to ensurehigh standardsare met.

Skills and Competencies:

• Strong business acumen with a focus on achieving revenue goals.

• Expertiseinleveragingdata to inform strategy,optimizetactics, and drive results.

• Proficiencyin building, developing, and leading high-performing sales teams.

• Advanced knowledge of Salesforce and sales engagement platforms.

• Excellent communication skills across all levels of an organization, both in-person and remotely.

• Strong analytical and problem-solving skills.

• Detail-oriented and organized, with the ability to effectively prioritize tasks.

• Ability to thrive in a fast-paced, dynamic, team-oriented environment.

• Demonstrated ability to manage prospecting efforts, sales processes, pipelines, and contracts.

• Knowledge of SaaS solutions and the buyer-centric sales approach.

• Ability to partner with product and marketing teams toon go tomarket strategy for new products.

• Capacity to think ahead, set clear goals, and develop long-term plans to achieve organizationalobjectives.

• Capable of bringing together diverse individuals, fostering a positive team environment, and promoting collaboration and teamwork.

• Demonstrated ability to develop new markets and territories

Experience and Education Requirements:

• 4-6years of experience leading B2B SaaS sales selling to SMB, mid-market, and/or enterprise customers

• Experience selling software with payments preferred

• Experience building and managing best-in-class sales teams of >10 people in a distributed environment

• Strong working aignment with cross functional teams

• Travel as required by business needs

On-Target Earnings (OTE): $180,000-240,000 USD

Includes base salary plus commission.

Fullsteam supports an inclusive workplace that values diversity of thought, experience, and background. Fullsteam is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state, or local law.